Entrepreneurship and Technological Managementandrei.clubcisco.ro/cursuri/f/f-sym/5master/mti-itamt/01... · Entrepreneurship and tehnological management 6 Course ... Engineer Support

1Entrepreneurship and tehnological management

Course 1

Introduction. Career profiles

21.02.2012


Summary

Course presentation

Structure

Score assignment

Case study

Career profiles

Metrics for measuring success


Career

Management abilities

Technical Abilities

Entrepreneurship

abilities

Course motivation


Why entrepreneurship?

Innovation is getting to the future first (Mico Coffey)

Innovation distinguishes between a leader and a follower (Steve Jobs)

At age 35 you will have a great idea. But will you have the time and patience to go back to school?


Why management?

Efficiency

Estimation techniques & Decision making models


Course

Course 1

Structure of the course

Career profiles

Metrics for measuring success

Invited guest: Andrei Pitiș, Cristian Săndescu

Course 2

General ideas on entrepreneurship, innovation and technology

• Blue Ocean Strategy

• Business model vs. business plan

• The development cycle of a start-up

• Lean Startup

Invited guest: Bogdan Iordache


Course

Course 3

Managing Motivation

• What is management?

• Maslow's Theory of Motivation - Hierarchy of Needs

• Herzberg theory of motivation, comparison with Maslow

Speaker: Andrei Pitiș

Course 4

Management styles

Team Lifecycle (Tuckman)

Management styles (Hersey/Blanchard)

Speaker: Andrei Pitiș


Course

Course 5

Financial Planning

Course 6

Business Plan Structure

• Executive Summary

• Company overview

• Product and services

• Market and industry analysis

• PESTLE & SWOT

• Market strategy


Course

Course 7

Sales

Negotiation

• Introduction

• Defining objectives

• Selecting a strategy

• Location

Course 8

Leadership.

Common mistakes of managers


Course

Curs 9

Business Plan Structure

• Market strategy

• Development and barriers of entry

• Manufacturing and operation plans

• Management team and organization

• Financial Plan

Curs 10

Financial Planning

PMI


Seminar

Know thyself

Personal positioning. Company profiling

Business meeting

Negotiation

Risk assessment

Business plan

Presentation

Project management

Time management

How to manage your manager


Homework assignment

[0.5] First Assignment

– Professional profile presentation

– Publish: Feb 21

– Deadline: March 6, 23:55

[0.5] Third Assignment

– Group presentation

– Publish: March 20

– Deadline: April 10

[0.5] Second Assignment

– Entrepreneurship Assignment

– Publish: March 6

– Deadline: March 20, 23:55

[1.0] Forth Assignment

– PM Assignment

– Publish: April 24

– Deadline: May 8, 23:55


Grading

40%

25%

20%

25% Engagement with course activities

Homework assignments

Seminars

Assessment


Entrepreneurship

Case study


Case study

What would you do if you got a technical company with:

one product

• innovative

• simple

• brilliant

100 % market share on nation-wide scale

over 1 Million units sold per year

350.000 € annual profit

200.000 € liquidity

no debts


Would you?

Do nothing and let the money roll in

Sell it?

• (for what amount?)

Seek an investor?

• (for what amount and what equity?)

Sell the patent to others in exchange for royalty?

Case study


Case study

How about:

look for an investor to sell:

• 10% for 180.000 €

or

• 30% for 180.000 €


The chocbox

http://www.youtube.com/watch?v=Qnsd5S-hpmc&feature=related





The chocbox now

3 months after the deal

30.000.000 € deal for 5 years with GET Plc (152 countries)


Carrier profiles

Key Performance Indicators & Success Skills


Career profiles

Development

Project Manager

Programmer / Developer

Implementation

Account Manager

Pre-sales / Solution Architect

Project Manager

System Engineer

Support

Programmer / Developer

Consultant


Programmer – KPIs

SLOC – Source Line Of Code

Adherence to deadlines

Number of bugs

Code / documentation clarity

PM feedback


Programmer – Success skills

Solid overall technical background

Familiarity with technology

Opportunities

Limitations

Debug skills

Logging

Coding style

Patience

Team abilities

Adaptability

Familiarity with multiple technologies


QA Engineer – Success skills

Familiarity with testing

Force testing

Solid overall technical background

Familiarity with technology

Limitations

Patience


System engineer – KPIs

Number of reported customer problems

Adherence to deadlines

Ingenious solutions


System engineer – Success skills

Tackling pre-sales issues

Problem solving instead of problem escalation

Troubleshooting

Take pleasure in finding & building solutions

Understanding time & objective constraints

Efficient execution


Pre-sales – KPIs

Solution architect / System engineer

Ratio of lost bids to won bids

Number of rejected solutions

AM feedback

Customer feedback (successful presentations)

$


Pre-sales – Success skills

Product knowledge

Perseverance

Independent learning

Technical skills

Hands-on, real life experience


Project manager - KPIs

Project completion:

In due time

Within budget

According to contractual terms

(with client satisfaction)

Client feedback

Team feedback

Ratio of successful to failed projects

Identifying risks & efficiency in addressing them


Project manager – Success skills

Understanding stakeholders’ interests

Successful forecasts (experience-based)

Efficient under pressure

Committed

Team abilities

Understanding team skills

Understanding team motivational dynamics

Authority as informal leader

Ability to avoid emotional involvement

Fairness

Delegation skills

Brilliant social skills


Consultant

Understanding customers’ business

Several types of consultancy:

Analysis

Design

Audit / Quality Assurance

Business Process / Implementation


Account Manager – KPIs

Revenue

New clients

Personal relation with your boss

Personal relation with your client

Objectives:

Build a portofolio of clients

Build solid, personal relationships with key clients


AM – Success skills

Market comprehension

Understand market constrains

Understand stakeholder interests

Account mapping

Networking at the right level for the product

Communication skills

Listen

Positive acknowledgments

Presentation skills

Client intimacy

Preferences towards a technology or a vendor

Shared language


Shared language

I need a product that would allow me to address multiple market segments and to interact with clients on multiple channels, enabling them to complete operations according to their preferences.

Clients = IP

Channels = protocols

Operations = ports

Documents

Entrepreneurship and Technological Managementandrei.clubcisco.ro/cursuri/f/f-sym/5master/mti-itamt/01... · Entrepreneurship and tehnological management 6 Course ... Engineer Support